Sales as a Process: From Potential to Closed Deal

When in Lund for NTIF2026, join this one-day sales workshop – with Danilo Monaco and Anne-Marie Colliander Lind – on 17 November. Sales as a Process: From Potential to Closed Deal Does your sales team struggle to identify and convert high-potential prospects into revenue? Is your lead generation producing more noise – or even slop – than genuinely qualified opportunities? And once you have found the right prospect, do you have a clear process for moving the opportunity forward? Successful sales is rarely about one brilliant pitch or finding more names to add to the pipeline. It is a process – and every step matters. In this highly interactive one-day workshop, Danilo Monaco and Anne-Marie Colliander Lind will take you through the complete sales journey: from identifying where the real potential lies to analysing whether an opportunity is worth pursuing, handling objections, maintaining momentum through effective follow-up, and negotiating towards a deal that creates value for both sides. Working in an intimate group of language-industry peers, we’ll combine practical frameworks with discussion, exercises and real-life examples. You’ll have the opportunity to challenge your current way of working, learn from the experience of others and apply the process to situations that are relevant to your own business. Between them, Danilo and Anne-Marie bring half a century of international sales and leadership experience – much of it from within the language industry. What will you take away? By the end of the workshop, you will have a practical framework for moving from potential to closed deal – and a clearer understanding of where your own sales process may be losing momentum. You’ll leave better equipped to: • Identify the right opportunities – focusing your sales effort on accounts, needs and decision-makers with genuine potential. • Qualify before you chase – assessing size, timing, budget and likelihood to buy before investing valuable sales time. • Handle objections differently – listening for what sits behind the objection and recognising that objections can be buying signals. • Follow up with purpose – adding value, agreeing the next step and keeping momentum rather than simply “checking in”. • Negotiate for value, not just price – knowing when to concede, what to protect and how to work towards a deal that makes sense for both sides. • Turn sales into a repeatable process – creating greater consistency from first opportunity to closed deal. Come prepared! Bring one business opportunity, and let's explore together how a well structured sales process maximises your chances of closing the deal. The contentof the workshop will be adjusted according to the maturity level of the group enrolled.